PDF Ebook Negotiauctions: New Dealmaking Strategies for a Competitive MarketplaceBy Guhan Subramanian
PDF Ebook Negotiauctions: New Dealmaking Strategies for a Competitive MarketplaceBy Guhan Subramanian
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Negotiauctions: New Dealmaking Strategies for a Competitive MarketplaceBy Guhan Subramanian
PDF Ebook Negotiauctions: New Dealmaking Strategies for a Competitive MarketplaceBy Guhan Subramanian
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Bringing together auction theory and negotiation theory in a practical and accessible way, here is an authoritative guide to negotiating deals.
Today’s increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are “fighting on two fronts”―across the table, of course, but also on the same side of the table with known, unknown, or possible competitors. Delving into case studies as diverse as buying a house, haggling over the rights to the television show Frasier, and selling “toxic” assets into the U.S. government’s bailout fund, Subramanian combines meticulous research, field experience, and classroom-tested strategies to create an indispensable guide for anyone involved in buying or selling everything from cars to corporations. charts- Sales Rank: #1454122 in Books
- Published on: 2010-02-01
- Original language: English
- Number of items: 1
- Dimensions: 9.50" h x 1.00" w x 6.40" l, .93 pounds
- Binding: Hardcover
- 256 pages
Review
This brilliant book exposes the connections between negotiations and auctions, and will be indispensable for every professional involved in dealmaking. --Robert Mnookin, author of Beyond Winning"
About the Author
Guhan Subramanian, the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School, is the first person in the history of Harvard to hold tenured appointments at both schools. He lives in Newton, Massachusetts.
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